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The emerging trend of hotel total revenue management

  • Practice Article
  • Published:
Journal of Revenue and Pricing Management Aims and scope

Abstract

Total hotel revenue management has emerged in the hotel industry as a next stage in the evolution of revenue management. By integrating several revenue streams including food and beverage, function space, catering, spa, retail, golf, and others with room revenue management, total revenue management enables hotels to achieve their goal in maximizing revenue in highly competitive markets. This study investigates the practices of hotel revenue management and discusses several future trends of total revenue management. In-depth interviews were conducted with 12 revenue professionals. Current issues and challenges in hotel revenue management are discussed and recommendations are offered.

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Authors and Affiliations

  1. Ted Rogers School of Hospitality and Tourism Management, Ryerson University, Toronto, ON, Canada

    Chuyi Zheng & Gabor Forgacs

Authors
  1. Chuyi Zheng
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  2. Gabor Forgacs
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Corresponding author

Correspondence to Chuyi Zheng.

Appendix

Appendix

Interview questions for MRP

New trend in hotel revenue management – total revenue management

  1. 1.

    How is revenue management practiced currently in your hotel?

  2. 2.

    What are the most important issues in revenue management?

  3. 3.

    Do you envision any tactical or strategic changes in your revenue management practices in the future?

  4. 4.

    What other revenue streams beyond rooms could be considered for revenue managers to work with?

  5. 5.

    What key performance indicator (KPIs) do you track on a regular basis?

  6. 6.

    How do you think total revenue management can be implemented?

  7. 7.

    What are the challenges for revenue management practitioners in introducing total revenue management?

  8. 8.

    Do you anticipate changes in pricing strategy in the future?

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Zheng, C., Forgacs, G. The emerging trend of hotel total revenue management. J Revenue Pricing Manag 16, 238–245 (2017). https://doi.org/10.1057/s41272-016-0057-x

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  • DOI: https://doi.org/10.1057/s41272-016-0057-x

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